\Salespeople are not born, they are made. The best reps have a formula that is repeatable and scalable; they have a framework for repeatable success. That’s how they win new business, time and again. The tip of that spear is perfecting the pitch. The base of the handle, though, is to build a long-term relationship. When you close a prospect, you open a relationship. We’re going to go through the 10 elements of a great sales pitch, and how to apply those elements post sale.

2. Close Prospects,
Open Relationships
10 essential elements of a great sales pitch,
and how to apply them after the sale
George Leith
Chief Customer Officer, Vendasta

3. Closed = Opened
Make the most of your leads
Sales conversion rates across
industries only have an average of
2.46%–3.26%. (Statista)

4. The first 90 days
4
"We’ll spend a good 90 days proving to the
customer that we can impact their online
presence positively, and we can make them
look better, appear relevant, appear more often,
appear consistently online, and get them ready
to drive eyeballs to their businesses. So 90 days
later, we’ll create an opportunity to sell some
paid search to the customer - if it’s relevant - if it
makes sense for them."
Mike Giamprini, Agency Owner

5. Build trust
30-60-90 DAYS

6. 10 Elements of a
Successful Sales Pitch
From close to open
1. Research
2. Understand the problem
3. Know your offering inside and out
4. Ask questions
5. Tell a story
6. Use contrast
7. Focus on benefits > features
8. Differentiate
9. Show a success story
10. Follow up

7. RESEARCH
elements of a perfect pitch
1

8. RESEARCH
elements of a perfect pitch
● Understand their problem
● Seek new information
● Find resonance

9. RESEARCH
elements of a post perfect pitch
1

10. UNDERSTAND THE PROBLEM
elements of a perfect pitch
2

11. UNDERSTAND
THE PROBLEM
elements of a perfect pitch
● Help your prospect
● What are you trying to accomplish?
● What is the problem that you
solve?

12. UNDERSTAND THE PROBLEM
elements of a post perfect pitch
2

13. KNOW YOUR OFFERING
INSIDE AND OUT
elements of a perfect pitch
3

14. KNOW YOUR
OFFERING
INSIDE AND OUT
elements of a perfect pitch
● Be a student of the customer
● Consultative approach
● Find specific solutions

15. KNOW YOUR OFFERING
INSIDE AND OUT
elements of a post perfect pitch
3

16. ASK QUESTIONS
elements of a perfect pitch
4

17. ASK QUESTIONS
elements of a perfect pitch
● Start with dialogue
● Open-ended
● Customize and personalise

18. ASK QUESTIONS
elements of a post perfect pitch
4

19. TELL A STORY
elements of a perfect pitch
5

20. TELL A STORY
elements of a perfect pitch
● Stories are 22X more memorable than facts and
figures alone
● Our neural activity increases 5X when listening to a
story
● Storytelling lights up the sensory cortex in the
brain, allowing the listener to feel, hear, taste, and
even smell the story

21. TELL A STORY
elements of a post perfect pitch
5

22. USE CONTRAST
elements of a perfect pitch
6

23. USE CONTRAST
elements of a perfect pitch
● Where are your customer now?
● Where can they be with you?
● Ask questions to highlight contrast

24. USE CONTRAST
elements of a post perfect pitch
6

25. FOCUS ON BENEFITS,
NOT FEATURES
elements of a perfect pitch
7

26. FOCUS ON BENEFITS,
NOT FEATURES
elements of a perfect pitch
● Functionality as a part, not the whole
● Don’t make them tally your value
● Tit for tat isn’t useful

27. FOCUS ON BENEFITS,
NOT FEATURES
elements of a post perfect pitch
7

28. DIFFERENTIATE
elements of a perfect pitch
8

29. DIFFERENTIATE
elements of a perfect pitch
● Highlight your USP
● Make your brand promise known
● What is unique to you?

30. DIFFERENTIATE
elements of a post perfect pitch
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31. SHOW A SUCCESS STORY
elements of a perfect pitch
9

32. SHOW A SUCCESS
STORY
elements of a perfect pitch
● Stories stick
● Translates concept to “real world”
● Create concrete understanding

33. SHOW A SUCCESS STORY
elements of a post perfect pitch
9

34. FOLLOW UP
elements of a perfect pitch
10

35. FOLLOW UP
elements of a perfect pitch
● Create a communication plan
● Create urgency that resonates
● Be clear

36. FOLLOW UP
elements of a post perfect pitch
10

37. 10 Elements of a
Successful Sales Pitch
From close to open
1. Research
2. Understand the problem
3. Know your offering inside and out
4. Ask questions
5. Tell a story
6. Use contrast
7. Focus on benefits > features
8. Differentiate
9. Show a success story
10. Follow up